Professional service blues

Dear Doc

I have been in the financial services industry for many years and have always been able to earn a decent living. However, whilst my clients get a good return on their investments and are satisfied with my service, for some reason I always struggle to get new clients.

How do some advisors have queues of clients banging on their doors, even though they are not getting the good returns that I achieve? What am I doing wrong and what should I do to change the situation?


“Your customers don’t care how much you know. They want to know how much you care.” Matt Clarkson MD Megahits Media
I have been asked this question many times over the years by people in your profession, by people working in the ‘wellness’ industry and consultants in general. They can see that I and other consultants like me seem to have clients that not only stay with them but are loath to leave and are their biggest source of new work.

The main problem it seems to me, is that many ‘professional’ people try to offer the best service that they believe their clients are looking for, without fully understanding what their client really want.

We know that our clients are usually intelligent people who can afford our services and we want them to feel that we are also intelligent people who can help and benefit them, through using our knowledge and experience. The problem with that attitude is that by using our service, they are admitting their lack of knowledge and experience and that is a negative feeling.

It is our job, not to make ourselves look or feel clever, smart or intelligent, but to make our clients feel that way for finding and using us. We have to find the hot buttons that got them to us in the first place and let them know that we will help them get to where they want to go, in a manner in which they understand and feel part of. They must rightly feel that they were really smart to find us and ‘together’ we can reach the goal that we have learned is the real reason they are ’with’ us.

With this attitude, your clients are more likely to share their good fortune of finding you, a consultant that they believe cares, with all their friends, relatives and business associates.