Latest / Advisory Secrets with Deb Halliday / The Confidence Gap: Charging What You Are Worth in Advisory Services

Transcript

The Confidence Gap: Charging What You Are Worth in Advisory Services · 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
  Halladay,
• 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.
• 1:00
  We're
• 1:00
  talking
• 1:01
  about
• 1:01
  something
• 1:01
  that
• 1:01
  comes
• 1:02
  up
• 1:02
  time
• 1:02
  and
• 1:02
  time
• 1:02
  again
• 1:03
  when
• 1:04
  accountants
• 1:05
  and
• 1:05
  bookkeepers
• 1:06
  begin
• 1:06
  moving
• 1:06
  into
• 1:07
  advisory
• 1:08
  pricing.
• 1:09
  Or
• 1:09
  more
• 1:09
  specifically,
• 1:10
  the
• 1:10
  confidence
• 1:10
  to
• 1:11
  charge
• 1:11
  for
• 1:11
  advisory.
• 1:12
  Because
• 1:12
  one
• 1:12
  of
• 1:12
  the
• 1:13
  biggest
• 1:13
  surprises
• 1:13
  I
• 1:14
  see
• 1:14
  is
• 1:14
  that
• 1:14
  the
• 1:14
  challenge
• 1:15
  is
• 1:15
  rarely
• 1:16
  delivering
• 1:17
  advisory.
• 1:17
  The
• 1:18
  challenge
• 1:18
  is
• 1:18
  valuing
• 1:19
  it.
• 1:19
  I've
• 1:20
  worked
• 1:20
  with
• 1:20
  many
• 1:20
  accountants
• 1:21
  and
• 1:21
  bookkeepers
• 1:22
  over
• 1:22
  the
• 1:22
  years
• 1:23
  who
• 1:23
  are
• 1:23
  incredibly
• 1:24
  knowledgeable.
• 1:25
  They
• 1:26
  understand
• 1:26
  business.
• 1:27
  They
• 1:27
  understand
• 1:28
  numbers.
• 1:28
  They
• 1:29
  can
• 1:29
  spot
• 1:29
  problems
• 1:30
  long
• 1:30
  before
• 1:31
  a
• 1:31
  client
• 1:31
  sees
• 1:32
  them
• 1:32
  coming.
• 1:32
  Yet
• 1:33
  when
• 1:33
  it
• 1:33
  comes
• 1:33
  to
• 1:33
  putting
• 1:34
  a
• 1:34
  price
• 1:34
  on
• 1:34
  that
• 1:35
  expertise,
• 1:36
  many
• 1:36
  become
• 1:37
  uncomfortable.
• 1:38
  They
• 1:38
  second
• 1:39
  guess
• 1:39
  themselves.
• 1:40
  They
• 1:40
  worry
• 1:40
  clients
• 1:41
  won't
• 1:41
  pay.
• 1:42
  They
• 1:42
  compare
• 1:42
  advisory
• 1:43
  work
• 1:43
  to
• 1:43
  compliance
• 1:44
  fees,
• 1:44
  and
• 1:45
  often
• 1:45
  they
• 1:45
  end
• 1:45
  up
• 1:46
  undervaluing
• 1:47
  some
• 1:47
  of
• 1:47
  the
• 1:47
  most
• 1:47
  important
• 1:48
  work
• 1:48
  they
• 1:48
  do.
• 1:49
  So
• 1:49
  in
• 1:49
  today's
• 1:50
  episode,
• 1:50
  I
• 1:51
  want
• 1:51
  to
• 1:51
  talk
• 1:51
  about
• 1:52
  why
• 1:52
  this
• 1:52
  happens,
• 1:53
  why
• 1:54
  it
• 1:54
  matters,
• 1:54
  and
• 1:55
  how
• 1:55
  changing
• 1:55
  the
• 1:56
  way
• 1:56
  you
• 1:56
  think
• 1:56
  about
• 1:56
  advisory
• 1:57
  can
• 1:58
  completely
• 1:59
  transform
• 2:00
  your
• 2:00
  business.
• 2:02
  The
• 2:02
  Compliance
• 2:03
  Pricing
• 2:03
  Mindset
• 2:05
  Most
• 2:06
  of
• 2:06
  us
• 2:06
  grew
• 2:06
  up
• 2:06
  professionally
• 2:07
  in
• 2:07
  a
• 2:07
  compliance
• 2:08
  world.
• 2:08
  We
• 2:09
  charge
• 2:09
  for
• 2:09
  accounts,
• 2:10
  we
• 2:10
  charge
• 2:10
  for
• 2:11
  tax
• 2:11
  returns,
• 2:11
  we
• 2:12
  charge
• 2:12
  for
• 2:12
  bookkeeping,
• 2:13
  we
• 2:13
  charge
• 2:14
  for
• 2:14
  payroll.
• 2:15
  The
• 2:15
  pricing
• 2:15
  conversation
• 2:16
  was
• 2:16
  usually
• 2:17
  linked
• 2:17
  to
• 2:17
  a
• 2:17
  task.
• 2:18
  The
• 2:18
  work
• 2:19
  was
• 2:19
  visible,
• 2:20
  the
• 2:20
  deliverable
• 2:21
  was
• 2:21
  obvious.
• 2:22
  The
• 2:22
  client
• 2:23
  knew
• 2:23
  exactly
• 2:23
  what
• 2:24
  they
• 2:24
  were
• 2:24
  receiving.
• 2:26
  But
• 2:26
  advisory
• 2:27
  is
• 2:27
  different.
• 2:27
  Advisory
• 2:28
  isn't
• 2:28
  about
• 2:29
  completing
• 2:29
  a
• 2:29
  task.
• 2:30
  It's
• 2:30
  about
• 2:31
  helping
• 2:31
  someone
• 2:31
  make
• 2:32
  a
• 2:32
  better
• 2:32
  decision.
• 2:32
  And
• 2:33
  that's
• 2:33
  much
• 2:33
  harder
• 2:34
  for
• 2:34
  many
• 2:34
  professionals
• 2:34
  to
• 2:35
  put
• 2:35
  a
• 2:35
  value
• 2:35
  on.
• 2:36
  The
• 2:36
  challenge
• 2:36
  is
• 2:37
  that
• 2:37
  we
• 2:37
  often
• 2:38
  continue
• 2:38
  using
• 2:39
  a
• 2:39
  compliance
• 2:40
  pricing
• 2:41
  mindset.
• 2:42
  When
• 2:42
  we're
• 2:42
  delivering
• 2:43
  advisory
• 2:44
  work,
• 2:44
  we
• 2:44
  think
• 2:45
  about
• 2:45
  the
• 2:45
  meeting,
• 2:46
  the
• 2:46
  hours,
• 2:46
  the
• 2:47
  preparation,
• 2:47
  the
• 2:47
  report.
• 2:49
  But
• 2:50
  clients
• 2:50
  aren't
• 2:50
  really
• 2:51
  paying
• 2:51
  for
• 2:51
  any
• 2:51
  of
• 2:51
  those
• 2:52
  things.
• 2:52
  They're
• 2:52
  paying
• 2:53
  for
• 2:53
  clarity.
• 2:54
  They're
• 2:54
  paying
• 2:54
  for
• 2:54
  confidence.
• 2:55
  They're
• 2:55
  paying
• 2:56
  for
• 2:57
  better
• 2:58
  decisions.
• 3:00
  Why
• 3:00
  We
• 3:00
  Undervalue
• 3:01
  Ourselves
• 3:03
  I
• 3:03
  think
• 3:03
  there
• 3:04
  are
• 3:04
  a
• 3:04
  few
• 3:04
  reasons
• 3:05
  why
• 3:05
  accountants
• 3:06
  struggle
• 3:06
  with
• 3:06
  this.
• 3:07
  The
• 3:07
  first
• 3:07
  is
• 3:07
  familiarity.
• 3:09
  What
• 3:09
  comes
• 3:09
  naturally
• 3:09
  to
• 3:10
  us
• 3:10
  often
• 3:11
  doesn't
• 3:11
  feel
• 3:11
  valuable
• 3:12
  because
• 3:12
  we
• 3:13
  look
• 3:13
  at
• 3:13
  a
• 3:14
  set
• 3:14
  of
• 3:14
  numbers
• 3:14
  and
• 3:15
  immediately
• 3:15
  see
• 3:16
  what's
• 3:16
  happening.
• 3:17
  We
• 3:17
  spot
• 3:17
  trends,
• 3:18
  we
• 3:19
  identify
• 3:19
  risks,
• 3:20
  we
• 3:20
  recognise
• 3:21
  opportunities.
• 3:22
  It's
• 3:22
  easy
• 3:22
  to
• 3:23
  forget
• 3:23
  that
• 3:23
  clients
• 3:23
  can't
• 3:24
  see
• 3:24
  what
• 3:24
  we
• 3:24
  see.
• 3:25
  What
• 3:25
  feels
• 3:25
  obvious
• 3:26
  to
• 3:26
  us
• 3:26
  is
• 3:26
  often
• 3:27
  transformational
• 3:27
  for
• 3:27
  them.
• 3:28
  The
• 3:28
  second
• 3:28
  reason
• 3:29
  is
• 3:29
  comparison.
• 3:30
  Many
• 3:30
  accountants
• 3:30
  compare
• 3:31
  advisory
• 3:31
  fees
• 3:32
  to
• 3:33
  compliance
• 3:34
  fees,
• 3:34
  but
• 3:35
  they're
• 3:35
  completely
• 3:35
  different
• 3:36
  services.
• 3:37
  Compliance
• 3:38
  tells
• 3:38
  clients
• 3:39
  what
• 3:39
  happened.
• 3:40
  Advisory
• 3:41
  helps
• 3:41
  shape
• 3:41
  what
• 3:42
  happens
• 3:42
  next.
• 3:43
  And
• 3:43
  the
• 3:43
  value
• 3:44
  of
• 3:44
  those
• 3:45
  two
• 3:45
  things
• 3:45
  is
• 3:45
  very
• 3:46
  different.
• 3:46
  The
• 3:47
  third
• 3:47
  reason
• 3:47
  is
• 3:47
  confidence.
• 3:49
  Many
• 3:49
  professionals
• 3:50
  are
• 3:50
  far
• 3:50
  more
• 3:50
  comfortable
• 3:51
  talking
• 3:52
  about
• 3:52
  technical
• 3:52
  work
• 3:53
  than
• 3:53
  talking
• 3:54
  about
• 3:54
  the
• 3:54
  impact
• 3:54
  they
• 3:55
  create.
• 3:55
  And
• 3:56
  yet
• 3:56
  the
• 3:56
  impact
• 3:57
  is
• 3:57
  exactly
• 3:58
  what
• 3:58
  clients
• 3:58
  care
• 3:58
  about
• 3:59
  most.
• 4:00
  The
• 4:00
  Question
• 4:01
  that
• 4:01
  Changed
• 4:02
  Everything
• 4:04
  One
• 4:05
  question
• 4:05
  completely
• 4:06
  changed
• 4:06
  the
• 4:06
  way
• 4:06
  I
• 4:06
  thought
• 4:07
  about
• 4:07
  advisory.
• 4:08
  It's
• 4:08
  a
• 4:08
  very
• 4:08
  simple
• 4:09
  question.
• 4:09
  What
• 4:09
  happens
• 4:10
  if
• 4:10
  the
• 4:10
  client
• 4:11
  takes
• 4:11
  your
• 4:11
  advice?
• 4:12
  Not
• 4:12
  what
• 4:13
  happens
• 4:13
  if
• 4:13
  they
• 4:13
  attend
• 4:14
  the
• 4:14
  meeting.
• 4:14
  Not
• 4:15
  what
• 4:15
  happens
• 4:15
  if
• 4:15
  they
• 4:16
  read
• 4:16
  the
• 4:16
  report.
• 4:18
  What
• 4:18
  happens
• 4:18
  if
• 4:19
  they
• 4:19
  actually
• 4:20
  implement
• 4:21
  what
• 4:21
  you've
• 4:21
  suggested?
• 4:22
  Because
• 4:22
  that's
• 4:23
  where
• 4:23
  the
• 4:23
  value
• 4:23
  sits.
• 4:25
  If
• 4:26
  your
• 4:26
  advice
• 4:26
  helps
• 4:27
  a
• 4:27
  client
• 4:28
  improve
• 4:28
  profitability,
• 4:30
  increase
• 4:30
  cash
• 4:30
  flow,
• 4:31
  avoid
• 4:31
  a
• 4:32
  costly
• 4:32
  mistake,
• 4:33
  make
• 4:33
  a
• 4:33
  better
• 4:33
  hiring
• 4:34
  decision,
• 4:34
  or
• 4:35
  improve
• 4:35
  pricing,
• 4:36
  the
• 4:36
  impact
• 4:37
  can
• 4:37
  be
• 4:37
  significant,
• 4:39
  often
• 4:39
  far
• 4:39
  greater
• 4:40
  than
• 4:40
  the
• 4:40
  fee
• 4:41
  you're
• 4:41
  charging.
• 4:42
  Yet
• 4:42
  many
• 4:42
  accountants
• 4:43
  focus
• 4:43
  on
• 4:43
  the
• 4:43
  cost
• 4:44
  of
• 4:45
  delivering
• 4:45
  the
• 4:45
  advice
• 4:46
  rather
• 4:46
  than
• 4:46
  the
• 4:47
  value
• 4:47
  of
• 4:47
  the
• 4:47
  outcome.
• 4:49
  The
• 4:50
  Client
• 4:50
  that
• 4:50
  Changed
• 4:50
  my
• 4:51
  thinking
• 4:52
  I
• 4:53
  remember
• 4:53
  working
• 4:53
  with
• 4:54
  a
• 4:54
  client
• 4:54
  who
• 4:54
  initially
• 4:55
  paid
• 4:55
  a
• 4:55
  relatively
• 4:55
  modest
• 4:56
  monthly
• 4:56
  fee.
• 4:57
  Like
• 4:57
  many
• 4:58
  business
• 4:58
  owners,
• 4:58
  he
• 4:58
  was
• 4:59
  working
• 4:59
  hard
• 4:59
  but
• 5:00
  didn't
• 5:00
  really
• 5:00
  have
• 5:00
  visibility
• 5:02
  over
• 5:02
  his
• 5:02
  numbers.
• 5:03
  Through
• 5:03
  regular
• 5:04
  conversations,
• 5:05
  planning
• 5:05
  sessions,
• 5:05
  and
• 5:06
  better
• 5:06
  financial
• 5:06
  understanding,
• 5:07
  things
• 5:08
  started
• 5:08
  to
• 5:08
  change.
• 5:09
  The
• 5:09
  business
• 5:10
  grew,
• 5:10
  the
• 5:11
  decision
• 5:11
  making
• 5:11
  improved,
• 5:13
  confidence
• 5:13
  increased,
• 5:14
  and
• 5:14
  over
• 5:14
  time,
• 5:15
  revenue
• 5:16
  grew
• 5:16
  significantly.
• 5:18
  But
• 5:18
  what
• 5:19
  really
• 5:19
  changed
• 5:20
  wasn't
• 5:20
  just
• 5:20
  the
• 5:21
  numbers.
• 5:21
  It
• 5:22
  was
• 5:22
  how
• 5:22
  the
• 5:22
  client
• 5:23
  felt.
• 5:24
  He
• 5:24
  stopped
• 5:25
  making
• 5:25
  decisions
• 5:26
  based
• 5:26
  on
• 5:26
  guesswork.
• 5:27
  He
• 5:27
  stopped
• 5:28
  worrying
• 5:28
  about
• 5:28
  cash
• 5:28
  flow
• 5:29
  every
• 5:29
  month.
• 5:29
  He
• 5:30
  had
• 5:30
  clarity,
• 5:30
  and
• 5:31
  that
• 5:31
  clarity
• 5:31
  allowed
• 5:32
  him
• 5:32
  to
• 5:32
  build
• 5:33
  a
• 5:33
  better
• 5:33
  business.
• 5:34
  That's
• 5:34
  when
• 5:35
  I
• 5:35
  realized
• 5:35
  something
• 5:35
  important.
• 5:36
  Clients
• 5:37
  aren't
• 5:37
  paying
• 5:38
  for
• 5:38
  spreadsheets.
• 5:39
  They're
• 5:39
  paying
• 5:39
  for
• 5:39
  confidence.
• 5:41
  Why
• 5:41
  Pricing
• 5:42
  reflects
• 5:42
  Confidence
• 5:45
  One
• 5:45
  of
• 5:45
  the
• 5:45
  things
• 5:45
  I've
• 5:46
  learned
• 5:46
  over
• 5:46
  the
• 5:46
  years
• 5:47
  is
• 5:47
  that
• 5:47
  pricing
• 5:47
  is
• 5:48
  often
• 5:48
  a
• 5:48
  reflection
• 5:49
  of
• 5:49
  confidence.
• 5:51
  If
• 5:51
  you're
• 5:51
  unsure
• 5:52
  about
• 5:52
  your
• 5:52
  value,
• 5:53
  clients
• 5:53
  will
• 5:54
  sense
• 5:54
  it.
• 5:55
  If
• 5:55
  you're
• 5:56
  hesitant
• 5:56
  when
• 5:57
  discussing
• 5:57
  fees,
• 5:58
  clients
• 5:58
  will
• 5:58
  sense
• 5:59
  it.
• 6:00
  If
• 6:00
  you're
• 6:01
  apologetic
• 6:01
  about
• 6:02
  pricing,
• 6:02
  clients
• 6:03
  will
• 6:03
  sense
• 6:03
  it.
• 6:04
  But
• 6:05
  when
• 6:05
  you're
• 6:05
  clear
• 6:05
  about
• 6:06
  the
• 6:06
  outcomes
• 6:07
  you
• 6:07
  help
• 6:07
  create,
• 6:09
  the
• 6:09
  conversation
• 6:10
  changes.
• 6:11
  Because
• 6:11
  you're
• 6:12
  no
• 6:12
  longer
• 6:12
  talking
• 6:12
  about
• 6:13
  hours.
• 6:13
  You're
• 6:14
  talking
• 6:14
  about
• 6:14
  results.
• 6:16
  You're
• 6:16
  talking
• 6:16
  about
• 6:17
  better
• 6:17
  decisions.
• 6:18
  You're
• 6:18
  talking
• 6:19
  about
• 6:19
  solving
• 6:19
  problems.
• 6:20
  And
• 6:20
  that's
• 6:21
  where
• 6:21
  advisory
• 6:21
  becomes
• 6:22
  much
• 6:22
  easier
• 6:23
  to
• 6:23
  position.
• 6:25
  The
• 6:25
  difference
• 6:26
  between
• 6:26
  cost
• 6:27
  and
• 6:27
  value.
• 6:30
  Business
• 6:30
  owners
• 6:31
  spend
• 6:31
  money
• 6:31
  every
• 6:31
  day.
• 6:32
  The
• 6:32
  question
• 6:32
  isn't
• 6:33
  whether
• 6:33
  they
• 6:33
  spend
• 6:34
  money.
• 6:35
  The
• 6:35
  question
• 6:35
  is
• 6:36
  whether
• 6:36
  they
• 6:36
  believe
• 6:36
  something
• 6:37
  is
• 6:37
  valuable.
• 6:38
  Nobody
• 6:39
  complains
• 6:39
  about
• 6:39
  spending
• 6:40
  money
• 6:40
  on
• 6:40
  something
• 6:40
  that
• 6:40
  genuinely
• 6:41
  improves
• 6:41
  their
• 6:42
  life
• 6:43
  or
• 6:43
  business.
• 6:43
  The
• 6:44
  challenge
• 6:44
  is
• 6:44
  helping
• 6:45
  clients
• 6:45
  understand
• 6:46
  the
• 6:46
  value
• 6:46
  of
• 6:46
  the
• 6:46
  outcome.
• 6:47
  That's
• 6:48
  why
• 6:48
  case
• 6:48
  studies
• 6:49
  are
• 6:49
  so
• 6:49
  powerful.
• 6:50
  That's
• 6:50
  why
• 6:50
  stories
• 6:51
  are
• 6:51
  so
• 6:51
  powerful.
• 6:52
  And
• 6:52
  that's
• 6:52
  why
• 6:53
  confidence
• 6:53
  matters
• 6:54
  so
• 6:54
  much.
• 6:54
  When
• 6:55
  clients
• 6:55
  can
• 6:55
  see
• 6:55
  what
• 6:56
  is
• 6:56
  possible,
• 6:56
  they
• 6:56
  stop
• 6:57
  focusing
• 6:57
  on
• 6:57
  the
• 6:58
  fee
• 6:58
  and
• 6:59
  start
• 6:59
  focusing
• 6:59
  on
• 6:59
  the
• 7:00
  result.
• 7:02
  Why
• 7:03
  Advisory
• 7:03
  Changes
• 7:04
  Everything
• 7:06
  One
• 7:06
  of
• 7:06
  the
• 7:07
  reasons
• 7:07
  I
• 7:07
  love
• 7:07
  advisory
• 7:08
  is
• 7:09
  is
• 7:09
  because
• 7:09
  it
• 7:09
  changes
• 7:10
  the
• 7:10
  nature
• 7:10
  of
• 7:11
  the
• 7:11
  relationship.
• 7:12
  You're
• 7:12
  no
• 7:12
  longer
• 7:13
  just
• 7:13
  preparing
• 7:14
  information,
• 7:15
  you're
• 7:16
  helping
• 7:16
  someone
• 7:16
  make
• 7:16
  decisions.
• 7:17
  You're
• 7:18
  helping
• 7:18
  them
• 7:18
  achieve
• 7:18
  goals.
• 7:19
  You're
• 7:19
  helping
• 7:20
  them
• 7:20
  create
• 7:20
  the
• 7:20
  business
• 7:21
  they
• 7:21
  originally
• 7:22
  wanted.
• 7:22
  And
• 7:23
  that's
• 7:23
  far
• 7:23
  more
• 7:23
  meaningful
• 7:24
  than
• 7:25
  simply
• 7:25
  delivering
• 7:26
  a
• 7:26
  report.
• 7:27
  It's
• 7:27
  also
• 7:27
  why
• 7:28
  many
• 7:28
  accountants
• 7:29
  discover
• 7:29
  they
• 7:29
  enjoy
• 7:30
  advisory
• 7:31
  so
• 7:31
  much
• 7:31
  more
• 7:32
  than
• 7:32
  compliance
• 7:32
  work.
• 7:33
  The
• 7:33
  conversations
• 7:34
  become
• 7:34
  richer,
• 7:35
  the
• 7:35
  relationships
• 7:36
  become
• 7:37
  deeper,
• 7:38
  and
• 7:38
  the
• 7:39
  impact
• 7:39
  becomes
• 7:40
  much
• 7:40
  more
• 7:40
  visible.
• 7:43
  Final
• 7:43
  Thoughts
• 7:45
  if
• 7:45
  there's
• 7:45
  one
• 7:45
  thing
• 7:45
  I'd
• 7:46
  like
• 7:46
  you
• 7:46
  to
• 7:46
  take
• 7:46
  away
• 7:46
  from
• 7:47
  this
• 7:47
  episode,
• 7:47
  it's
• 7:48
  this.
• 7:48
  Stop
• 7:48
  focusing
• 7:49
  on
• 7:49
  the
• 7:49
  work.
• 7:50
  Start
• 7:50
  focusing
• 7:51
  on
• 7:51
  the
• 7:51
  outcome.
• 7:52
  Because
• 7:52
  clients
• 7:52
  aren't
• 7:53
  buying
• 7:53
  your
• 7:53
  time,
• 7:54
  they're
• 7:54
  buying
• 7:55
  your
• 7:55
  expertise.
• 7:56
  They're
• 7:56
  buying
• 7:56
  your
• 7:56
  insight.
• 7:57
  They're
• 7:58
  buying
• 7:58
  the
• 7:58
  confidence
• 7:58
  that
• 7:59
  comes
• 7:59
  from
• 8:00
  having
• 8:01
  someone
• 8:01
  help
• 8:01
  them
• 8:03
  make
• 8:03
  better
• 8:03
  decisions.
• 8:04
  And
• 8:05
  when
• 8:05
  you
• 8:05
  begin
• 8:05
  to
• 8:07
  recognize
• 8:07
  the
• 8:08
  value
• 8:08
  of
• 8:08
  what
• 8:08
  you
• 8:09
  do,
• 8:09
  it
• 8:09
  becomes
• 8:10
  much
• 8:10
  easier
• 8:11
  to
• 8:12
  communicate
• 8:13
  that
• 8:13
  value
• 8:14
  to
• 8:14
  others.
• 8:15
  If
• 8:15
  you're
• 8:15
  enjoying
• 8:15
  the
• 8:16
  podcast
• 8:16
  and
• 8:16
  you'd
• 8:17
  like
• 8:17
  to
• 8:17
  continue
• 8:17
  the
• 8:17
  conversation,
• 8:18
  I'd
• 8:19
  love
• 8:19
  you
• 8:19
  to
• 8:20
  join
• 8:20
  our
• 8:21
  Facebook
• 8:21
  Community
• 8:22
  Advisory
• 8:22
  Teams.
• 8:23
  It's
• 8:23
  a
• 8:24
  community
• 8:24
  of
• 8:25
  accountants,
• 8:26
  bookkeepers
• 8:26
  and
• 8:27
  advisors
• 8:27
  who
• 8:27
  are
• 8:28
  working
• 8:28
  to
• 8:28
  build
• 8:28
  more
• 8:29
  valuable
• 8:30
  client
• 8:30
  relationships
• 8:31
  and
• 8:31
  more
• 8:32
  rewarding
• 8:32
  businesses.
• 8:33
  Just
• 8:34
  search
• 8:34
  advisory
• 8:35
  teams
• 8:36
  on
• 8:36
  Facebook
• 8:37
  and
• 8:37
  come
• 8:37
  and
• 8:38
  join
• 8:38
  us.
• 8:38
  And
• 8:38
  if
• 8:38
  you
• 8:39
  found
• 8:39
  today's
• 8:39
  episode
• 8:40
  helpful,
• 8:40
  please
• 8:41
  subscribe
• 8:41
  and
• 8:41
  leave
• 8:42
  a
• 8:42
  review.
• 8:42
  And
• 8:43
  if
• 8:43
  you'd
• 8:43
  like
• 8:43
  more,
• 8:44
  join
• 8:44
  us
• 8:44
  on
• 8:44
  Advisory
• 8:45
  Conversations
• 8:46
  podcast
• 8:47
  where
• 8:47
  Tim
• 8:47
  and
• 8:48
  I
• 8:48
  chat
• 8:48
  about
• 8:48
  all
• 8:49
  things
• 8:49
  advisory
• 8:49
  teams.
• 8:50
  Thanks
• 8:50
  for
• 8:51
  listening
• 8:51
  and
• 8:51
  I'll
• 8:51
  see
• 8:52
  you
• 8:52
  in
• 8:52
  the
• 8:52
  next
• 8:52
  episode
• 8:53
  of
• 8:53
  Advisory
• 8:54
  Secrets.
• 8:55
  Foreign.
• 9:02
  Thank
• 9:02
  you
• 9:02
  for
• 9:03
  listening
• 9:03
  to
• 9:03
  Advisory
• 9:04
  Secrets
• 9:05
  with
• 9:05
  Deb
• 9:05
  Halliday.
• 9:06
  If
• 9:06
  you
• 9:06
  enjoyed
• 9:07
  this
• 9:07
  episode,
• 9:08
  make
• 9:08
  sure
• 9:08
  you
• 9:08
  follow
• 9:08
  the
• 9:09
  podcast
• 9:10
  so
• 9:10
  you
• 9:10
  don't
• 9:10
  miss
• 9:10
  future
• 9:11
  insights
• 9:12
  on
• 9:12
  building
• 9:13
  your
• 9:13
  advisory
• 9:14
  role.
• 9:14
  For
• 9:15
  more
• 9:15
  resources,
• 9:16
  training
• 9:16
  and
• 9:16
  support
• 9:17
  for
• 9:18
  accounting
• 9:18
  professionals
• 9:19
  stepping
• 9:20
  into
• 9:20
  advisory,
• 9:21
  visit
• 9:21
  debhalladay
• 9:22
  Co
• 9:24
  UK
• 9:25
  or
• 9:25
  theaccountsoffice
• 9:26
  co
• 9:28
  uk.
• 9:30
  Until
• 9:30
  next
• 9:30
  time,
• 9:31
  keep
• 9:31
  building
• 9:31
  a
• 9:31
  practice
• 9:32
  that
• 9:32
  creates
• 9:32
  real
• 9:32
  value
• 9:32
  for
• 9:33
  your
• 9:33
  clients
• 9:33
  and
• 9:34
  the
• 9:34
  lifestyle
• 9:34
  you
• 9:34
  want.