John Dashfield, Dashfield Coaching & Development Ltd

Better Business for Financial Advisers and Paraplanners - How to keep your client relationships fresh and inspiring

If you asked your clients to rate your review meetings with them on a scale of 1 - 10 (for quality of experience and impact), how do you think would they rate them? Would they give a 10 out of 10 - the meetings are always fresh, inspiring and never fail to touch upon something highly important to your client? Despite knowing each other well you are always able to deeply engage your client. more...

Better Business for Financial Advisers and Paraplanners - To succeed you must believe in yourself… really?

It is so easy to think we have things figured out in life and without someone to robustly challenge our assumptions we just continue to think them – at times to our cost. This is one of the reasons coaching is so powerful. You have someone totally on your side and yet, at the same time, they will call you out. more...

Better Business for Financial Advisers and Paraplanners - What it really takes to conduct exceptional client conversations

The quality of your client conversations is the most important part of the relationship you build with them because they form the foundation of everything else that follows. You could think of it like this... more...

Better Business for Financial Advisers and Paraplanners - Selling your services - one thing most experts don't know

Most businesses providing expert professional services - financial advisory practices being one example - think that clients are buying expertise and professional knowledge. This is why there is so much emphasis on products, technical know-how and qualifications. But is this what clients are really buying? Knowing what you are doing is extremely important but very few clients are able to evaluate the quality of your advice, are they? And here is the thing... more...

Better Business for Financial Advisers and Paraplanners - The power of an incisive question

I was recently listening to someone telling the story of how they had begun a new and exciting phase of their life by starting a small business. more...

Better Business for Financial Advisers and Paraplanners - How to stop sabotaging your own success

“Many people die with their music still in them. Too often it is because they are always getting ready to live. Before they know it, time runs out.” Oliver Wendell Holmes Sr. An enlightened business leader was teaching a group of new entrepreneurs about increasing their level of success, and he wanted to demonstrate what it is that really gets in the way. He had a glass of water on his desk at the front of the room and he went over and picked it up. Some of the class immediately thought he was going to do the “Is the glass half empty or half full?” routine. more...

Business Development for Financial Advisers and Paraplanners - Attention financial planners! Don’t miss…

Creating deep client engagement (without the fear of making mistakes or losing clients!)The new 6 session webinar-based programme begins on 10th January 2019 more...

Business Developmet for Financial Advisers & Paraplanners - Great people skills – in an instant!

Well over 20 years ago, back when I was an adviser, I had a brilliant yet unintended lesson from a far more experienced adviser. more...

Business development update for Financial advisers and Paraplanners - Why advisers shouldn't avoid challenging their clients

Although the term 'sales' can have negative connotations these days, if you are providing a professional service then engaging new clients and re-engaging existing ones is often an important part of your business. So, what can give you a significant advantage? more...

Business development update for Financial Advisers and Paraplanners - Finding your life's purpose

I was an enthusiastic devourer of self-help and personal development material for well over twenty years, although I have now been in healthy recovery for nearly seven years now. During my addiction I always noticed how much material there is on finding your life's purpose. Have you ever noticed this? more...

Business development update for Financial advisers and Paraplanners - The key to doing transformational client work – you go first

A couple of years ago I attended a conference in Oslo and one of my memories is of Dr. Aaron Turner make a particularly powerful point. Aaron shared a story about a time he was holidaying in Hawaii with his family. They were spending some time on the beach and he was standing in the sea enjoying the warm water. Even though the water was only knee deep he said he remembered a little voice in his head telling him “You should get out now”. But he ignored it. more...

Business development for Financial Advisers and Paraplanners - The 4 keys to getting into your client’s world

Getting deep into the world of your client is the only way you can get to understand them and what they want and put yourself in a position to deliver beyond their expectations. This is far easier than many people seem to make it. What is the starting point? more...

Business development for Financial Advisers and Paraplanners - No pressure selling and influence part 1

Being an effective influencer and confidently selling your services are essential skills if you want to build a thriving practice based upon getting great results for your clients. And yet it seems that many advisers feel uncomfortable and lack confidence in this area. For instance, they may feel under pressure, fear rejection or have negative thoughts and feelings about selling and asking people to act. more...

Business development for Financial Advisers and Paraplanners - No pressure selling and influence part 2

Being a powerful influencer is a vital aspect of your role with clients and yet it is something that advisers can be uncomfortable with. In part 1 of this article we looked at the first of 3 common symptoms of feeling under pressure and what is really behind clients having a great experience of you. more...

Business development for Financial Advisers and Paraplanners - The ‘I’ll be happy when’ trap

One of life’s illusions is that the attainment of a particular goal, whatever that may be, will provide us with the happiness, fulfilment and peace of mind that we want. It is an easy trap to fall into. more...

Panacea comment for financial advisers and Paraplanners - Trains, planes and?

Have phones at work become the new smoking in the workplace? A walk into any office, anywhere in the UK, will make clear that attention to the job in the workplace during working hours is being jeopardised by the use of mobile phones. more...

Business Development for Financial Advisers and Paraplanners - The most effective sales programme of all

I recently met up for coffee with a friend who runs a business networking group. At one point our conversation drifted on to some of her members and what business they were in. She was telling me about one particular member who had a business teaching people how to sell. more...

Business development for Financial Advisers and Paraplanners - The problem with positive thinking

As is the way, the first few weeks of the New Year has seen papers, magazines and social media platforms brimming with articles, ideas and tips from the latest ‘Guru’ telling us how to be healthier, slimmer and happier. more...

Better business for Financial Advisers and Parapanners - A crucial key to effortless influence

Jacques Prevert (this could easily be mis-spelt!), a French poet, once walked by a blind beggar who had a sign next to him that read… more...

Business development update for Financial Advisers and Paraplanners - Selling your services – are you pushing or pulling?

At a time when consumers have more choice, are more demanding and less tolerant of being placed under any kind of negative pressure it has never been more important to up your game in terms of the way you present your services – the future of your business may depend upon it! more...

Business development for Financial Advisers and Paraplanners - My favourite Einstein quote and why it matters

There aren’t that many true bona fide geniuses, past or present, but Albert Einstein was certainly in that category. more...

Better Business news for financial advisers and paraplanners - The three levels of value creation

“If you don’t like change, you’re going to like irrelevance even less.” General Eric Shinseki, Chief of Staff, U. S. Army The primary function of a business is to create value and I would imagine that everyone would agree that it is vitally important that our clients experience the highest value possible from what we can do for them. more...

Better business for advisers and paraplanners - Being is the new doing

“No problem can be solved from the same level of consciousness that created it.” Albert Einstein In this wonderful age of information, gadgetry and technology you might imagine that we would all be exceptionally productive and, importantly, happy and satisfied with what we get done. more...

Partner comment for Financial Advisers and Paraplanners - The invisible variable

Life is full of variables. In business there are many variables that we have no control over whatsoever, for example, the economy, legislation and the markets we operate in. Then we have the internal variables of our business, our product or service, pricing, how we choose to deliver it, who we do business with. These are things we can determine and have control over. more...

Better Business for Financial Advisers and Paraplanners - The impact factor

"What can I change or add to my product or service that will make this even more attractive, and compelling and irresistible?" 100 ways to create wealth by Steve Chandler and Sam Beckford more...

Better Business for Financial Advisers and Paraplanners - Do you want more of the right clients?

An area that many advisers seem to find challenging is finding and engaging enough of the right clients. Naturally, there is a great deal of information and advice available in this area, however, if you feel you have diligently tried to find out what to do and yet continue to struggle then this article will help you to unlock the key to better results. more...

Business development for Financial Advisers and Paraplanners - What can we learn from doctors who get sued?

Would you like to build even stronger, more productive relationships with your clients and deliver more value than ever before? more...

Partner comment for Financial Advisers and Paraplanners - Qualified financial planner – but holding back?

Just recently I had lunch with an adviser friend of mine and he revealed to me that despite becoming a certified financial planner five years ago, regularly attending meetings and events for planners and wanting to only offer a financial planning service he is not actually doing it. He said that he was still only doing product based transactional business the same way he always had for fifteen plus years. more...

Better Business for Financial Advisers and Paraplanners - The real problem with fee charging (and it is never about the money)

Fees and fee charging are now a fact of life for financial professionals and yet it seems to be an area that creates far more challenges than is necessary. more...

Better Business for Financial Advisers and Paraplanners - Selling your services - are you pushing or pulling?

At a time when consumers have more choice, are more demanding and less tolerant of being placed under any kind of negative pressure it has never been more important to up your game in terms of the way you present your services - the future of your business may depend upon it! more...

Better Business for Financial Advisers and Paraplanners - The inner game of trust

Many people experience a great deal of insecurity around money and feel apprehensive when faced with talking about the future. Therefore, engaging the services of a financial adviser is not something that most people will take lightly. From an advisers perspective gaining sufficient trust to have clients engage with them at a meaningful level is almost certainly the biggest obstacle they will have to overcome. more...

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