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If You Want More Clients Do This

24 June 2023

FINANCIAL PLANNERS – Do you want more clients?

If so, then you need to talk to fewer people.

That’s right. Fewer People. Not more.

Financial Planning is a human business.

Our job is to help the client feel understood, safe, comforted, motivated, and inspired.

In order to do that, they have to be able to identify with us, and the easiest way to identify with someone is to be part of their tribe, whatever that tribe happens to be.

It could be a…

  • Local Community
  • Special Interest Group
  • Sports Association
  • Past Experience
  • Common Circumstance

It doesn’t matter what tribe it is, but you’ll recognise it as a tribe by the fact that it has its own language that only people in the tribe use and understand.

And the reason we like being in a tribe (like your family) is because a tribe is a collection of people who have subscribed to a common set of values.

And that is what makes us feel understood, safe, and comforted.

Demonstrating that you are part of someone’s tribe gets you a free pass on those feelings of understanding, safety and comfort.

All you then need to add is the motivation and inspiration and you have a new client.

Why make it harder than it needs to be?

And if the argument is ‘Ah, but I don’t want to limit myself to a small pool of people..’

Remember that there are 60 million people in the UK and if your tribe only represents 0.1% of them, that’s still 600,000 people in your ‘limited pool’.

Or, over a 40-year career, that is 57 clients a day.

Every day.

Not much time for lunch then. – Software, Training & Business Services for Financial Planners


  • End-to-End Lifestyle Financial Planning Process & Software
  • Full Financial Planner Back Office System
  • Coaching for Financial Planners


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