Financial Planners’ challenge to develop deep trust within their clients and to engage them in the right way is the subject of a new book.

Financial services business coach John Dashfield has penned The Client-Centred Financial Adviser.

Mr Dashfield, a CISI member, looks at how planners can demonstrate how Financial Planning can really make a difference to their lives.

The book aims to help planners to conduct more powerful client conversations, become an exceptional listener and effectively engage new clients. Planners can learn more about how to become comfortable and effective when discussing fees and eliminate their stress and increase their everyday enjoyment.

The book also features guest chapters from five CISI members who each share their own philosophy of being successful Financial Planners.

The promotional material for the book stated: “Being a successful financial adviser is not a numbers game. 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.”