Exceptional client conversations are within every adviser's reach, but what it really takes is often misunderstood.
Training and qualifications for planners have come on leaps and bounds, but there's still a missing piece that is often left to chance.
One way to measure success is that people are buying from you. But John Dashfield says what's harder to measure is more significant.
John Dashfield discusses the biggest lie we tell ourselves, and how to gain a greater understanding of implementing meaningful change.
John Dashfield questions the notion that self-belief is really necessary to succeed, and discusses the truth about belief.
The idea of finding your life's purpose can be very seductive. But it could also be pointing you in the wrong direction.
John Dashfield concludes his series on selling with integrity with the steps you can take to get into the world of your clients.

John Dashfield is a coach, mentor and writer specialising in the financial services sector. He is also the author of The Client-centred Financial Adviser.

John started out as a pensions technical adviser at an international life company. After speaking regularly to many advisers he was inspired to join them and became a self-employed adviser in 1991, and set up his own practice a few years later. 

Being a powerful influencer is a vital aspect of your role with clients.

In the first part of our series on selling your advice service with integrity, we Iooked at some common symptoms of feeling under pressure and what is really behind clients having a great experience of you.

Picking up where we left off, another symptom of feeling under pressure when meeting with clients or when trying to win business is neediness.

If you want to build a thriving practice based on getting great results for your clients, confidently selling your services and being an effective influencer are essential skills.

Yet it seems many advisers lack confidence or struggle with selling their services far more than necessary.

For example, they may feel under pressure, fear rejection or lack the kind of soft skills required to go beyond a purely transactional relationship.