Latest / Advisory Secrets with Deb Halliday / Understanding the Essence of Trust in Advisory Roles

Transcript

Understanding the Essence of Trust in Advisory Roles · 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.
• 1:00
  To
• 1:00
  talk
• 1:00
  about
• 1:00
  something
• 1:01
  that
• 1:01
  many
• 1:01
  accountants
• 1:02
  and
• 1:02
  bookkeepers
• 1:02
  aspire
• 1:03
  to.
• 1:03
  Become
• 1:04
  a
• 1:04
  trusted
• 1:04
  advisor.
• 1:05
  It's
• 1:05
  a
• 1:05
  phrase
• 1:05
  that's
• 1:06
  used
• 1:06
  a
• 1:06
  lot
• 1:06
  in
• 1:06
  our
• 1:06
  profession,
• 1:08
  but
• 1:08
  what
• 1:09
  does
• 1:09
  it
• 1:09
  actually
• 1:09
  mean?
• 1:10
  And
• 1:10
  perhaps
• 1:11
  more
• 1:11
  importantly,
• 1:12
  how
• 1:12
  do
• 1:12
  you
• 1:12
  become
• 1:13
  one?
• 1:14
  Because
• 1:14
  becoming
• 1:15
  a
• 1:15
  trusted
• 1:16
  advisor
• 1:17
  isn't
• 1:17
  something
• 1:17
  you
• 1:18
  can
• 1:18
  simply
• 1:18
  decide
• 1:18
  to
• 1:19
  be.
• 1:20
  You
• 1:20
  can't
• 1:20
  put
• 1:21
  it
• 1:21
  on
• 1:21
  your
• 1:21
  website,
• 1:22
  you
• 1:22
  can't
• 1:22
  add
• 1:23
  it
• 1:23
  to
• 1:23
  your
• 1:23
  LinkedIn
• 1:24
  profile,
• 1:25
  and
• 1:25
  you
• 1:25
  certainly
• 1:25
  can't
• 1:26
  claim
• 1:26
  it
• 1:26
  for
• 1:26
  yourself.
• 1:28
  Being
• 1:28
  a
• 1:28
  trusted
• 1:29
  advisor
• 1:30
  is
• 1:30
  something
• 1:31
  that
• 1:31
  is
• 1:31
  earned.
• 1:32
  It's
• 1:32
  something
• 1:33
  clients
• 1:33
  decide
• 1:34
  about
• 1:34
  you.
• 1:34
  And
• 1:35
  it
• 1:35
  usually
• 1:35
  happens
• 1:35
  gradually,
• 1:36
  often
• 1:36
  without
• 1:37
  you
• 1:37
  even
• 1:37
  realising
• 1:38
  it.
• 1:39
  One
• 1:39
  conversation
• 1:40
  at
• 1:40
  a
• 1:40
  time,
• 1:41
  one
• 1:41
  relationship
• 1:42
  at
• 1:42
  a
• 1:42
  time,
• 1:43
  one
• 1:43
  piece
• 1:43
  of
• 1:44
  advice
• 1:44
  at
• 1:44
  a
• 1:45
  time.
• 1:47
  The
• 1:47
  Misunderstanding
• 1:47
  About
• 1:48
  Authority
• 1:51
  One
• 1:51
  of
• 1:51
  the
• 1:51
  biggest
• 1:52
  misconceptions
• 1:52
  I
• 1:53
  see
• 1:53
  is
• 1:54
  that
• 1:54
  people
• 1:54
  believe
• 1:55
  authority
• 1:56
  comes
• 1:56
  from
• 1:56
  knowledge.
• 1:57
  Now,
• 1:57
  don't
• 1:58
  get
• 1:58
  me
• 1:58
  wrong,
• 1:58
  knowledge
• 1:59
  is
• 1:59
  important.
• 1:59
  Technical
• 2:00
  expertise
• 2:01
  matters.
• 2:01
  Experience
• 2:02
  matters.
• 2:02
  But
• 2:03
  we've
• 2:03
  all
• 2:03
  met
• 2:04
  incredibly
• 2:05
  knowledgeable
• 2:05
  people
• 2:06
  who
• 2:06
  struggle
• 2:07
  to
• 2:07
  influence
• 2:08
  others.
• 2:08
  And
• 2:09
  we've
• 2:09
  all
• 2:09
  met
• 2:09
  people
• 2:10
  who
• 2:11
  aren't
• 2:11
  necessarily
• 2:12
  the
• 2:12
  most
• 2:13
  technically
• 2:14
  gifted.
• 2:14
  But
• 2:14
  clients
• 2:15
  listen
• 2:15
  to
• 2:15
  every
• 2:16
  word
• 2:16
  they
• 2:16
  say.
• 2:17
  The
• 2:17
  difference
• 2:17
  isn't
• 2:18
  knowledge.
• 2:18
  The
• 2:18
  difference
• 2:19
  is
• 2:19
  trust.
• 2:19
  Authority
• 2:20
  isn't
• 2:20
  built
• 2:21
  when
• 2:21
  people
• 2:21
  know
• 2:21
  what
• 2:22
  you
• 2:22
  know.
• 2:22
  Authority
• 2:23
  is
• 2:23
  built
• 2:23
  when
• 2:23
  people
• 2:24
  trust
• 2:24
  how
• 2:24
  you
• 2:24
  think.
• 2:25
  That's
• 2:25
  a
• 2:25
  very
• 2:25
  different
• 2:26
  thing.
• 2:27
  The
• 2:27
  Moment
• 2:28
  Everything
• 2:28
  Changes
• 2:30
  There's
• 2:30
  a
• 2:30
  moment
• 2:31
  that
• 2:31
  happens
• 2:31
  in
• 2:31
  many
• 2:32
  client
• 2:32
  relationships,
• 2:33
  and
• 2:33
  once
• 2:34
  it
• 2:34
  happens,
• 2:35
  everything
• 2:35
  changes.
• 2:36
  The
• 2:36
  the
• 2:36
  client
• 2:37
  stops
• 2:37
  contacting
• 2:38
  you
• 2:38
  after
• 2:39
  they've
• 2:40
  made
• 2:40
  a
• 2:40
  decision
• 2:40
  and
• 2:41
  starts
• 2:41
  contacting
• 2:42
  you
• 2:42
  before
• 2:42
  they
• 2:42
  make
• 2:43
  it.
• 2:43
  Think
• 2:43
  about
• 2:43
  that
• 2:44
  for
• 2:44
  a
• 2:44
  moment.
• 2:44
  Instead
• 2:45
  of
• 2:45
  hearing,
• 2:46
  I've
• 2:46
  signed
• 2:46
  a
• 2:47
  lease
• 2:47
  on
• 2:47
  a
• 2:47
  new
• 2:48
  premises,
• 2:49
  you
• 2:49
  hear,
• 2:50
  I'm
• 2:51
  thinking
• 2:51
  about
• 2:51
  taking
• 2:52
  on
• 2:52
  new
• 2:52
  premises.
• 2:53
  What
• 2:53
  do
• 2:53
  you
• 2:53
  think?
• 2:54
  Instead
• 2:55
  of,
• 2:55
  I've
• 2:56
  hired
• 2:56
  three
• 2:56
  new
• 2:56
  staff.
• 2:58
  You
• 2:58
  hear,
• 2:59
  I'm
• 2:59
  considering
• 3:00
  growing
• 3:00
  the
• 3:00
  team.
• 3:00
  Can
• 3:01
  we
• 3:01
  talk
• 3:01
  it
• 3:01
  through?
• 3:02
  That's
• 3:03
  when
• 3:03
  you
• 3:03
  know
• 3:03
  the
• 3:03
  relationship
• 3:04
  has
• 3:04
  shifted.
• 3:05
  You're
• 3:05
  no
• 3:05
  longer
• 3:05
  simply
• 3:06
  reporting
• 3:06
  what
• 3:07
  happened,
• 3:07
  you're
• 3:08
  helping
• 3:08
  shape
• 3:09
  what
• 3:09
  happens
• 3:10
  next.
• 3:11
  And
• 3:11
  that's
• 3:11
  where
• 3:11
  true
• 3:12
  advisory
• 3:13
  begins.
• 3:15
  Why
• 3:15
  Clients
• 3:16
  trust
• 3:16
  some
• 3:17
  advisors
• 3:17
  more
• 3:17
  than
• 3:17
  others.
• 3:20
  Interestingly,
• 3:20
  trust
• 3:21
  isn't
• 3:21
  built
• 3:21
  through
• 3:21
  one
• 3:22
  big
• 3:22
  event.
• 3:23
  It's
• 3:23
  built
• 3:23
  through
• 3:24
  consistency.
• 3:26
  Clients
• 3:26
  trust
• 3:26
  people
• 3:27
  who
• 3:27
  show
• 3:27
  up
• 3:28
  consistently,
• 3:29
  people
• 3:30
  who
• 3:30
  listen,
• 3:30
  people
• 3:31
  who
• 3:31
  care,
• 3:32
  people
• 3:32
  who
• 3:32
  follow
• 3:32
  through,
• 3:33
  people
• 3:34
  who
• 3:34
  understand
• 3:34
  their
• 3:34
  business.
• 3:35
  I've
• 3:35
  found
• 3:36
  that
• 3:36
  many
• 3:36
  business
• 3:37
  owners
• 3:37
  aren't
• 3:37
  looking
• 3:38
  for
• 3:38
  someone
• 3:38
  who
• 3:38
  has
• 3:39
  all
• 3:39
  the
• 3:39
  answers.
• 3:41
  They're
• 3:41
  looking
• 3:41
  for
• 3:41
  someone
• 3:42
  who
• 3:42
  genuinely
• 3:42
  understands
• 3:43
  what
• 3:44
  they're
• 3:44
  trying
• 3:44
  to
• 3:44
  achieve.
• 3:45
  Someone
• 3:46
  who
• 3:46
  understands
• 3:47
  the
• 3:47
  pressures,
• 3:48
  the
• 3:48
  risks,
• 3:49
  the
• 3:49
  opportunities,
• 3:50
  the
• 3:50
  reality
• 3:51
  of
• 3:51
  running
• 3:52
  a
• 3:52
  business.
• 3:53
  And
• 3:53
  when
• 3:53
  clients
• 3:54
  feel
• 3:54
  understood,
• 3:54
  trust
• 3:55
  grows.
• 3:57
  The
• 3:57
  Importance
• 3:58
  of
• 3:58
  Listening
• 4:01
  if
• 4:01
  I
• 4:01
  could
• 4:01
  give
• 4:01
  one
• 4:02
  piece
• 4:02
  of
• 4:02
  advice
• 4:02
  to
• 4:03
  anyone
• 4:03
  wanting
• 4:03
  to
• 4:04
  become
• 4:04
  a
• 4:04
  trusted
• 4:05
  advisor,
• 4:05
  it
• 4:06
  would
• 4:06
  be
• 4:06
  this.
• 4:07
  Listen
• 4:07
  more.
• 4:08
  One
• 4:08
  of
• 4:08
  the
• 4:08
  biggest
• 4:08
  mistakes
• 4:09
  professionals
• 4:10
  make
• 4:10
  is
• 4:11
  assuming
• 4:12
  advisory
• 4:12
  is
• 4:13
  about
• 4:13
  talking.
• 4:13
  It's
• 4:14
  not.
• 4:14
  It's
• 4:15
  about
• 4:15
  listening.
• 4:15
  Most
• 4:16
  business
• 4:16
  owners
• 4:17
  will
• 4:17
  tell
• 4:17
  you
• 4:17
  exactly
• 4:18
  what's
• 4:18
  happening
• 4:18
  in
• 4:19
  their
• 4:19
  business
• 4:19
  if
• 4:19
  you
• 4:20
  create
• 4:20
  the
• 4:21
  space
• 4:21
  for
• 4:22
  them
• 4:22
  to
• 4:23
  do
• 4:23
  so.
• 4:24
  The
• 4:25
  challenge
• 4:25
  is
• 4:25
  that
• 4:25
  many
• 4:25
  advisors
• 4:26
  are
• 4:26
  already
• 4:27
  thinking
• 4:27
  about
• 4:27
  the
• 4:28
  answer
• 4:28
  before
• 4:28
  the
• 4:29
  client
• 4:29
  has
• 4:29
  finished
• 4:30
  speaking.
• 4:30
  They're
• 4:31
  solving
• 4:31
  instead
• 4:32
  of
• 4:33
  listening.
• 4:35
  But
• 4:35
  often
• 4:35
  the
• 4:35
  most
• 4:35
  valuable
• 4:36
  insights
• 4:37
  come
• 4:37
  from
• 4:38
  what
• 4:38
  isn't
• 4:39
  being
• 4:39
  said.
• 4:40
  The
• 4:40
  hesitation.
• 4:41
  The
• 4:41
  uncertainty.
• 4:43
  The
• 4:43
  concern
• 4:44
  hidden
• 4:44
  beneath
• 4:45
  the
• 4:45
  numbers.
• 4:46
  That's
• 4:46
  where
• 4:46
  real
• 4:47
  advisory
• 4:47
  conversations
• 4:48
  begin.
• 4:50
  Expertise
• 4:50
  alone
• 4:51
  isn't
• 4:51
  enough
• 4:53
  I
• 4:53
  know
• 4:53
  accountants
• 4:54
  with
• 4:54
  decades
• 4:55
  of
• 4:55
  experience
• 4:55
  who
• 4:56
  still
• 4:56
  struggle
• 4:56
  to
• 4:56
  position
• 4:57
  themselves
• 4:57
  as
• 4:57
  advisors
• 4:58
  not
• 4:59
  because
• 4:59
  they
• 4:59
  lack
• 5:00
  expertise,
• 5:01
  but
• 5:01
  because
• 5:02
  expertise
• 5:02
  alone
• 5:03
  isn't
• 5:03
  enough.
• 5:04
  Clients
• 5:05
  don't
• 5:05
  remember
• 5:06
  every
• 5:06
  technical
• 5:07
  answer
• 5:07
  you've
• 5:07
  given
• 5:07
  them,
• 5:08
  but
• 5:08
  they
• 5:08
  do
• 5:08
  remember
• 5:09
  how
• 5:09
  you
• 5:10
  made
• 5:10
  them
• 5:10
  feel.
• 5:10
  They
• 5:11
  remember
• 5:11
  whether
• 5:11
  you
• 5:11
  gave
• 5:12
  them
• 5:12
  confidence,
• 5:13
  whether
• 5:14
  you
• 5:14
  helped
• 5:14
  them
• 5:14
  see
• 5:15
  a
• 5:15
  way
• 5:16
  forward,
• 5:17
  whether
• 5:17
  you
• 5:17
  help
• 5:17
  them
• 5:18
  solve
• 5:18
  a
• 5:18
  problem,
• 5:19
  whether
• 5:19
  you
• 5:19
  were
• 5:19
  there
• 5:20
  when
• 5:20
  things
• 5:20
  got
• 5:20
  difficult.
• 5:21
  That's
• 5:21
  what
• 5:22
  creates
• 5:22
  loyalty.
• 5:22
  And
• 5:23
  loyalty
• 5:24
  creates
• 5:24
  trust.
• 5:26
  Confidence
• 5:26
  without
• 5:27
  Ego
• 5:30
  Another
• 5:30
  important
• 5:31
  lesson
• 5:31
  I've
• 5:31
  learned
• 5:32
  is
• 5:32
  that
• 5:32
  trusted
• 5:32
  advisors
• 5:33
  have
• 5:33
  confidence
• 5:34
  but
• 5:34
  not
• 5:34
  ego.
• 5:35
  There's
• 5:35
  a
• 5:35
  difference.
• 5:36
  Confidence
• 5:36
  says,
• 5:37
  I
• 5:37
  believe
• 5:38
  I
• 5:38
  can
• 5:38
  help.
• 5:39
  Ego
• 5:39
  says,
• 5:40
  I
• 5:40
  know
• 5:40
  better
• 5:40
  than
• 5:41
  you.
• 5:42
  Clients
• 5:42
  don't
• 5:43
  respond
• 5:43
  well
• 5:43
  to
• 5:43
  ego.
• 5:44
  They
• 5:44
  respond
• 5:45
  well
• 5:45
  to
• 5:45
  confidence,
• 5:46
  to
• 5:47
  calm
• 5:47
  certainty,
• 5:48
  to
• 5:48
  someone
• 5:48
  who
• 5:49
  can
• 5:50
  guide
• 5:50
  them
• 5:50
  without
• 5:50
  making
• 5:51
  them
• 5:51
  feel
• 5:51
  judged.
• 5:52
  One
• 5:53
  of
• 5:53
  the
• 5:53
  most
• 5:53
  valuable
• 5:54
  things
• 5:54
  we
• 5:54
  can
• 5:54
  do
• 5:54
  as
• 5:54
  advisors
• 5:55
  is
• 5:55
  create
• 5:56
  a
• 5:56
  safe
• 5:56
  environment
• 5:57
  where
• 5:57
  clients
• 5:58
  can
• 5:58
  think
• 5:58
  openly,
• 5:59
  explore
• 6:00
  options,
• 6:00
  and
• 6:01
  make
• 6:01
  decisions
• 6:01
  without
• 6:02
  feeling
• 6:02
  criticized.
• 6:03
  That's
• 6:04
  where
• 6:04
  trust
• 6:04
  flourishes.
• 6:06
  Authority
• 6:07
  is
• 6:07
  built
• 6:07
  between
• 6:07
  meetings
• 6:10
  Most
• 6:10
  people
• 6:11
  think
• 6:11
  authority
• 6:11
  is
• 6:11
  built
• 6:12
  during
• 6:12
  client
• 6:12
  meetings,
• 6:13
  but
• 6:13
  I
• 6:13
  think
• 6:13
  it's
• 6:14
  built
• 6:14
  between
• 6:15
  meetings.
• 6:16
  It's
• 6:16
  built
• 6:16
  when
• 6:17
  you
• 6:17
  remember
• 6:17
  something
• 6:18
  important
• 6:18
  to
• 6:18
  the
• 6:19
  client,
• 6:20
  when
• 6:20
  you
• 6:20
  follow
• 6:20
  up,
• 6:21
  when
• 6:21
  you
• 6:21
  send
• 6:21
  an
• 6:22
  article
• 6:22
  that
• 6:22
  may
• 6:22
  help
• 6:23
  them,
• 6:23
  when
• 6:23
  you
• 6:23
  check
• 6:24
  in
• 6:24
  after
• 6:24
  a
• 6:25
  difficult
• 6:25
  period,
• 6:26
  when
• 6:27
  you
• 6:27
  demonstrate
• 6:27
  that
• 6:28
  the
• 6:28
  relationship
• 6:29
  matters
• 6:29
  beyond
• 6:30
  the
• 6:30
  invoice.
• 6:31
  Those
• 6:31
  small
• 6:32
  moments
• 6:33
  create
• 6:33
  enormous
• 6:34
  trust
• 6:34
  over
• 6:35
  time.
• 6:36
  And
• 6:36
  often
• 6:36
  they
• 6:36
  become
• 6:36
  the
• 6:37
  reason
• 6:37
  clients
• 6:38
  stay
• 6:38
  for
• 6:38
  years.
• 6:40
  The
• 6:41
  Long
• 6:41
  Game
• 6:43
  One
• 6:43
  of
• 6:43
  the
• 6:43
  challenges
• 6:44
  today
• 6:44
  is
• 6:45
  that
• 6:45
  we're
• 6:45
  surrounded
• 6:46
  by
• 6:46
  messages
• 6:47
  promising
• 6:47
  quick
• 6:47
  results
• 6:48
  build
• 6:49
  authority
• 6:49
  in
• 6:50
  30
• 6:50
  days
• 6:51
  become
• 6:51
  an
• 6:51
  expert
• 6:52
  overnight.
• 6:52
  Position
• 6:53
  yourself
• 6:53
  as
• 6:53
  an
• 6:54
  authority
• 6:54
  instantly.
• 6:55
  But
• 6:55
  that's
• 6:55
  not
• 6:56
  how
• 6:56
  trust
• 6:56
  works.
• 6:57
  Trust
• 6:57
  is
• 6:57
  the
• 6:57
  long
• 6:58
  game.
• 6:59
  It's
• 6:59
  built
• 6:59
  through
• 7:00
  hundreds
• 7:01
  of
• 7:01
  interactions,
• 7:02
  small
• 7:03
  moments,
• 7:03
  consistent
• 7:04
  actions,
• 7:05
  reliable
• 7:05
  support.
• 7:06
  And
• 7:06
  that's
• 7:06
  actually
• 7:06
  good
• 7:07
  news
• 7:07
  because
• 7:07
  it
• 7:08
  means
• 7:08
  you
• 7:08
  don't
• 7:08
  need
• 7:09
  to
• 7:09
  become
• 7:10
  someone
• 7:10
  different.
• 7:11
  You
• 7:11
  simply
• 7:11
  need
• 7:12
  to
• 7:12
  keep
• 7:12
  showing
• 7:12
  up
• 7:13
  consistently.
• 7:15
  What
• 7:16
  Trusted
• 7:16
  Advisors
• 7:17
  Really
• 7:17
  Do
• 7:19
  When
• 7:20
  I
• 7:20
  think
• 7:20
  about
• 7:20
  the
• 7:20
  advisors
• 7:21
  I
• 7:21
  trust
• 7:21
  most
• 7:22
  in
• 7:22
  my
• 7:22
  own
• 7:22
  life,
• 7:23
  they
• 7:23
  all
• 7:24
  have
• 7:24
  something
• 7:24
  in
• 7:24
  common.
• 7:25
  They
• 7:26
  help
• 7:26
  me
• 7:26
  think
• 7:26
  better.
• 7:27
  They
• 7:27
  don't
• 7:28
  tell
• 7:28
  me
• 7:28
  what
• 7:28
  to
• 7:28
  do.
• 7:28
  They
• 7:29
  don't
• 7:29
  overwhelm
• 7:29
  me
• 7:29
  with
• 7:30
  information.
• 7:30
  They
• 7:31
  help
• 7:31
  me
• 7:31
  see
• 7:31
  things
• 7:32
  more
• 7:32
  clearly.
• 7:33
  That's
• 7:33
  what
• 7:33
  trusted
• 7:33
  advisors
• 7:34
  do.
• 7:34
  They
• 7:35
  create
• 7:35
  clarity.
• 7:36
  And
• 7:36
  clarity
• 7:37
  leads
• 7:37
  to
• 7:37
  confidence.
• 7:38
  Confidence
• 7:38
  leads
• 7:39
  to
• 7:39
  decisions,
• 7:39
  and
• 7:40
  decisions
• 7:40
  lead
• 7:40
  to
• 7:40
  results.
• 7:42
  Final
• 7:43
  Thoughts
• 7:44
  if
• 7:44
  there's
• 7:45
  one
• 7:45
  thing
• 7:45
  I'd
• 7:45
  like
• 7:45
  you
• 7:45
  to
• 7:46
  take
• 7:46
  away
• 7:46
  from
• 7:46
  today's
• 7:47
  episode,
• 7:47
  it's
• 7:49
  becoming
• 7:50
  a
• 7:50
  trusted
• 7:50
  advisor
• 7:51
  isn't
• 7:51
  about
• 7:52
  knowing
• 7:52
  more.
• 7:52
  It's
• 7:52
  about
• 7:53
  it's
• 7:53
  about
• 7:53
  helping
• 7:53
  clients
• 7:54
  think
• 7:54
  better.
• 7:55
  It's
• 7:55
  about
• 7:55
  building
• 7:55
  trust
• 7:56
  one
• 7:56
  conversation
• 7:57
  at
• 7:57
  a
• 7:57
  time.
• 7:58
  It's
• 7:58
  about
• 7:58
  listening
• 7:59
  more
• 7:59
  than
• 7:59
  you
• 7:59
  speak.
• 8:01
  And
• 8:01
  it's
• 8:01
  about
• 8:02
  consistently
• 8:04
  showing
• 8:04
  up
• 8:04
  in
• 8:04
  a
• 8:05
  way
• 8:05
  that
• 8:06
  helps
• 8:06
  people
• 8:08
  make
• 8:08
  better
• 8:08
  decisions.
• 8:09
  Because
• 8:10
  authority
• 8:10
  isn't
• 8:11
  something
• 8:11
  you
• 8:11
  claim,
• 8:12
  it's
• 8:12
  something
• 8:13
  your
• 8:13
  clients
• 8:13
  give
• 8:14
  you.
• 8:14
  If
• 8:14
  you'd
• 8:14
  like
• 8:15
  to
• 8:15
  continue
• 8:15
  developing
• 8:16
  your
• 8:16
  advisory
• 8:17
  skills
• 8:18
  and
• 8:18
  connect
• 8:18
  with
• 8:18
  other
• 8:19
  accountants
• 8:19
  and
• 8:20
  bookkeepers
• 8:21
  on
• 8:21
  the
• 8:21
  same
• 8:21
  journey,
• 8:22
  I'd
• 8:22
  love
• 8:22
  you
• 8:22
  to
• 8:23
  join
• 8:23
  our
• 8:24
  Facebook
• 8:24
  Community
• 8:25
  Advisory
• 8:25
  Teams.
• 8:26
  It's
• 8:26
  a
• 8:26
  place
• 8:26
  where
• 8:27
  we
• 8:27
  share
• 8:27
  ideas,
• 8:28
  experiences,
• 8:29
  challenges,
• 8:30
  and
• 8:30
  practical
• 8:31
  ways
• 8:31
  to
• 8:31
  build
• 8:32
  stronger
• 8:33
  client
• 8:33
  relationships
• 8:34
  and
• 8:34
  more
• 8:34
  rewarding
• 8:35
  advisory
• 8:35
  practices.
• 8:37
  Just
• 8:37
  search
• 8:37
  for
• 8:37
  advisory
• 8:38
  teams
• 8:38
  on
• 8:38
  Facebook
• 8:39
  and
• 8:40
  come
• 8:40
  and
• 8:40
  join
• 8:40
  us.
• 8:40
  And
• 8:41
  if
• 8:41
  you've
• 8:41
  enjoyed
• 8:41
  this
• 8:41
  episode
• 8:42
  of
• 8:43
  Advisory
• 8:43
  Secrets,
• 8:44
  please
• 8:44
  subscribe
• 8:44
  and
• 8:45
  leave
• 8:45
  a
• 8:45
  review.
• 8:45
  If
• 8:46
  you
• 8:46
  want
• 8:46
  more,
• 8:46
  Join
• 8:47
  Tim
• 8:47
  Seymour
• 8:48
  and
• 8:48
  I
• 8:48
  over
• 8:48
  on
• 8:48
  Advisory
• 8:49
  Conversations
• 8:50
  Podcast.
• 8:50
  Thanks
• 8:51
  for
• 8:51
  listening
• 8:51
  and
• 8:51
  I'll
• 8:52
  see
• 8:52
  you
• 8:52
  in
• 8:52
  the
• 8:52
  next
• 8:52
  episode.
• 8:58
  Thank
• 8:58
  you
• 8:58
  for
• 8:58
  listening
• 8:59
  to
• 8:59
  Advisory
• 8:59
  Secrets
• 9:00
  with
• 9:00
  Deb
• 9:01
  Halliday.
• 9:01
  If
• 9:02
  you
• 9:02
  enjoyed
• 9:02
  this
• 9:02
  episode,
• 9:03
  make
• 9:03
  sure
• 9:03
  you
• 9:04
  follow
• 9:04
  the
• 9:04
  podcast
• 9:05
  so
• 9:05
  you
• 9:05
  don't
• 9:06
  miss
• 9:06
  future
• 9:06
  insights
• 9:08
  on
• 9:08
  building
• 9:08
  your
• 9:08
  advisory
• 9:09
  role.
• 9:10
  For
• 9:10
  more
• 9:10
  resources,
• 9:11
  training
• 9:12
  and
• 9:12
  support
• 9:13
  for
• 9:13
  accounting
• 9:14
  professionals
• 9:15
  stepping
• 9:15
  into
• 9:15
  advisory,
• 9:16
  visit
• 9:16
  debhalliday.co.ukuk
• 9:20
  or
• 9:21
  the
• 9:21
  accountsoffice
• 9:22
  co.uk
• 9:25
  until
• 9:26
  next
• 9:26
  time.
• 9:26
  Keep
• 9:26
  building
• 9:26
  a
• 9:27
  practice
• 9:27
  that
• 9:27
  creates
• 9:28
  real
• 9:28
  value
• 9:28
  for
• 9:28
  your
• 9:28
  clients
• 9:29
  and
• 9:29
  the
• 9:29
  lifestyle
• 9:30
  you
• 9:30
  want.