Latest / Advisory Secrets with Deb Halliday / Transforming Accountants into Trusted Advisors: The Power of Listening

Transcript

Transforming Accountants into Trusted Advisors: The Power of Listening · Advisory Secrets with Deb Halliday

• 0:00
  Foreign.
• 0:09
  Welcome
• 0:10
  to
• 0:10
  Advisory
• 0:11
  Secrets
• 0:11
  with
• 0:12
  Deb
• 0:12
  Halliday
• 0:13
  the
• 0:13
  podcast
• 0:13
  for
• 0:14
  accountants
• 0:14
  and
• 0:14
  bookkeepers
• 0:15
  who
• 0:15
  are
• 0:16
  ready
• 0:16
  to
• 0:16
  move
• 0:16
  beyond
• 0:17
  compliance
• 0:17
  work
• 0:18
  and
• 0:18
  step
• 0:19
  confidently
• 0:19
  into
• 0:20
  advisory.
• 0:21
  If
• 0:21
  you
• 0:22
  ever
• 0:22
  felt
• 0:22
  there
• 0:22
  must
• 0:23
  be
• 0:23
  more
• 0:23
  to
• 0:23
  your
• 0:23
  role
• 0:24
  than
• 0:24
  year
• 0:24
  end
• 0:25
  accounts,
• 0:25
  tax
• 0:25
  returns
• 0:26
  and
• 0:26
  deadlines,
• 0:27
  you're
• 0:28
  right.
• 0:28
  In
• 0:29
  this
• 0:29
  podcast,
• 0:30
  I'll
• 0:30
  share
• 0:30
  the
• 0:31
  strategies,
• 0:32
  insights
• 0:33
  and
• 0:33
  real
• 0:33
  world
• 0:34
  lessons
• 0:34
  that
• 0:35
  help
• 0:36
  accounting
• 0:37
  professionals
• 0:38
  transition
• 0:39
  from
• 0:39
  technician
• 0:40
  to
• 0:40
  trusted
• 0:41
  advisor.
• 0:42
  We'll
• 0:42
  explore
• 0:42
  how
• 0:42
  to
• 0:43
  lead
• 0:43
  better
• 0:43
  financial
• 0:44
  conversations
• 0:44
  and
• 0:44
  deliver
• 0:45
  real
• 0:45
  value
• 0:46
  to
• 0:46
  clients.
• 0:46
  I'm
• 0:47
  Deb
• 0:47
  Halliday,
• 0:48
  author
• 0:48
  and
• 0:48
  creator
• 0:49
  of
• 0:49
  training
• 0:49
  programs
• 0:50
  for
• 0:50
  accounting
• 0:51
  professionals,
• 0:51
  and
• 0:52
  this
• 0:52
  is
• 0:52
  Advisory
• 0:52
  Secrets.
• 0:53
  Foreign.
• 0:59
  Welcome
• 0:59
  back
• 0:59
  to
• 1:00
  Advisory
• 1:00
  Secrets
• 1:01
  with
• 1:01
  Deb
• 1:01
  Halliday.
• 1:02
  That's
• 1:02
  me.
• 1:03
  Listening
• 1:03
  may
• 1:03
  sound
• 1:04
  like
• 1:04
  a
• 1:04
  simple
• 1:04
  skill,
• 1:05
  but
• 1:06
  in
• 1:06
  advisory
• 1:06
  work
• 1:08
  it
• 1:08
  is
• 1:08
  one
• 1:08
  of
• 1:08
  the
• 1:08
  most
• 1:09
  powerful
• 1:10
  capabilities
• 1:11
  we
• 1:11
  can
• 1:11
  develop.
• 1:13
  Many
• 1:13
  professionals
• 1:14
  listen
• 1:14
  in
• 1:14
  order
• 1:15
  to
• 1:15
  respond
• 1:16
  Advisors
• 1:17
  listen
• 1:17
  in
• 1:17
  order
• 1:17
  to
• 1:17
  understand.
• 1:19
  Business
• 1:19
  owners
• 1:20
  often
• 1:20
  arrive
• 1:20
  in
• 1:21
  conversations
• 1:22
  with
• 1:22
  a
• 1:22
  surface
• 1:23
  level
• 1:23
  problem.
• 1:24
  They
• 1:24
  might
• 1:24
  say
• 1:24
  they
• 1:24
  are
• 1:25
  worried
• 1:25
  about
• 1:25
  cash
• 1:25
  flow
• 1:27
  or
• 1:27
  that
• 1:27
  they
• 1:27
  need
• 1:27
  to
• 1:28
  increase
• 1:28
  revenue.
• 1:29
  But
• 1:29
  when
• 1:29
  we
• 1:29
  listen
• 1:30
  carefully,
• 1:31
  we
• 1:31
  often
• 1:31
  discover
• 1:32
  a
• 1:32
  deeper
• 1:33
  concern.
• 1:34
  Sometimes
• 1:34
  it
• 1:34
  is
• 1:34
  pressure,
• 1:35
  sometimes
• 1:36
  it
• 1:36
  is
• 1:36
  uncertainty.
• 1:37
  Sometimes
• 1:38
  it
• 1:38
  is
• 1:38
  simply
• 1:39
  the
• 1:39
  feeling
• 1:39
  of
• 1:39
  being
• 1:40
  overwhelmed.
• 1:41
  Numbers
• 1:41
  tell
• 1:42
  us
• 1:42
  what
• 1:42
  is
• 1:42
  happening
• 1:42
  in
• 1:43
  the
• 1:43
  business,
• 1:43
  but
• 1:44
  listening
• 1:44
  helps
• 1:44
  us
• 1:45
  understand
• 1:46
  what
• 1:46
  the
• 1:46
  owner
• 1:47
  is
• 1:47
  experiencing.
• 1:48
  And
• 1:49
  when
• 1:49
  we
• 1:49
  combine
• 1:49
  both
• 1:50
  perspectives,
• 1:50
  our
• 1:50
  advice
• 1:51
  becomes
• 1:51
  far
• 1:51
  more
• 1:52
  meaningful.
• 1:52
  Listening
• 1:53
  also
• 1:53
  helps
• 1:53
  us
• 1:53
  notice
• 1:54
  inconsistencies.
• 1:55
  A
• 1:55
  client
• 1:55
  might
• 1:56
  say
• 1:56
  they
• 1:56
  want
• 1:56
  growth,
• 1:57
  but
• 1:57
  their
• 1:58
  numbers
• 1:58
  suggest
• 1:59
  they
• 1:59
  are
• 1:59
  protecting
• 2:00
  stability.
• 2:01
  They
• 2:01
  might
• 2:02
  talk
• 2:02
  about
• 2:02
  expansion
• 2:03
  while
• 2:04
  their
• 2:04
  cash
• 2:04
  reserves
• 2:05
  are
• 2:05
  shrinking.
• 2:06
  When
• 2:06
  we
• 2:06
  listen
• 2:06
  with
• 2:07
  curiosity
• 2:07
  and
• 2:07
  attention,
• 2:08
  these
• 2:08
  signals
• 2:09
  become
• 2:10
  visible
• 2:10
  and
• 2:11
  that
• 2:11
  allows
• 2:11
  us
• 2:11
  to
• 2:12
  ask
• 2:12
  better
• 2:12
  questions.
• 2:13
  Listening
• 2:14
  is
• 2:14
  not
• 2:14
  passive,
• 2:15
  it
• 2:15
  is
• 2:15
  active.
• 2:16
  It
• 2:17
  requires
• 2:17
  patience,
• 2:18
  focus
• 2:18
  and
• 2:19
  the
• 2:19
  willingness
• 2:19
  to
• 2:20
  pause
• 2:20
  before
• 2:20
  speaking.
• 2:21
  And
• 2:21
  when
• 2:22
  clients
• 2:22
  feel
• 2:22
  genuinely
• 2:23
  heard,
• 2:24
  something
• 2:24
  important
• 2:25
  happens.
• 2:26
  Trust
• 2:26
  deepens
• 2:27
  and
• 2:27
  trust
• 2:28
  is
• 2:28
  the
• 2:29
  foundation
• 2:29
  of
• 2:31
  every
• 2:31
  advisory
• 2:32
  relationship.
• 2:33
  In
• 2:33
  the
• 2:34
  next
• 2:34
  episode,
• 2:35
  we
• 2:35
  will
• 2:35
  explore
• 2:35
  how
• 2:36
  advisors
• 2:36
  turn
• 2:37
  financial
• 2:37
  information
• 2:38
  into
• 2:38
  meaningful
• 2:39
  insights.
• 2:50
  Thank
• 2:50
  you
• 2:50
  for
• 2:50
  listening
• 2:51
  to
• 2:51
  Advisory
• 2:52
  Secrets
• 2:52
  with
• 2:53
  Deb
• 2:53
  Halliday.
• 2:54
  If
• 2:54
  you
• 2:54
  enjoyed
• 2:54
  this
• 2:55
  episode,
• 2:55
  make
• 2:56
  sure
• 2:56
  you
• 2:56
  follow
• 2:56
  the
• 2:56
  podcast
• 2:57
  so
• 2:57
  you
• 2:58
  don't
• 2:58
  miss
• 2:58
  future
• 2:58
  insights
• 3:00
  on
• 3:00
  building
• 3:00
  your
• 3:01
  advisory
• 3:01
  role.
• 3:02
  For
• 3:02
  more
• 3:02
  resources,
• 3:03
  training
• 3:04
  and
• 3:04
  support
• 3:05
  for
• 3:05
  accounting
• 3:06
  professional
• 3:07
  stepping
• 3:07
  into
• 3:08
  advisory,
• 3:08
  visit
• 3:09
  debhalladay.co.uk
• 3:13
  or
• 3:13
  the
• 3:13
  accountsoffice.co.uk
• 3:17
  until
• 3:18
  next
• 3:18
  time.
• 3:18
  Keep
• 3:18
  building
• 3:19
  a
• 3:19
  practice
• 3:19
  that
• 3:19
  creates
• 3:20
  real
• 3:20
  value
• 3:20
  for
• 3:20
  your
• 3:21
  clients
• 3:21
  and
• 3:21
  the
• 3:22
  lifestyle
• 3:22
  you
• 3:22
  want.