FINANCIAL PLANNERS – Do you want more clients?

If so, talk to less people.

That’s right. LESS people.

Sounds crazy, right? But it’s the truth. Let me tell you why.

Financial Planning is a human business. It’s emotional.

People don’t just want a Financial Plan, they want to feel understood, safe and inspired.

They want to know they’re in the hands of someone who ‘gets’ them. Someone they can trust.

And the fastest way to earn that trust is to find your ‘tribe’.

Now, you might be thinking, what’s he on about? What tribe?

A tribe (like your family) is simply a collection of people who share common values, experiences or passions.

So, your tribe could be a:

• Local Community – Hometown pride builds instant trust.
• Special Interest Group – Classic cars, hiking, volunteering. Shared passions create instant connections.
• Sports Association – Sports build trust. If you’re in the club, you’re already part of the team.
• Past Experience – Military, NHS or business owner. If you’ve lived it, you speak it. That matters.
• Common Circumstance – Retirement, new parents, divorce – when you get their situation, your advice hits home.

And it doesn’t matter what tribe it is. You’ll know it’s a tribe simply by the fact that it has its own language – and its only people in that tribe that speak it.

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

Remember this.

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’s 57 clients a day.

Every single day.

That’s a pretty big “small” pool.

So, you don’t need more people. You just need the right people.

Why make it harder than it needs to be?

It’s better to win over 100% of that 1% than to chase the other 99% – people who don’t fit your niche, don’t speak your language, and don’t naturally trust you.

Find your tribe. Speak their language. Show them you’re one of them.

And watch how much easier it becomes.

Not much time for lunch then!

#financialplanning